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At Motorola Solutions, we create technologies our customers refer to as their lifeline. Our technology platforms in communications, software, video and services help our customers work safely and more efficiently. Whether it’s helping firefighters see through smoke, enabling police officers to see around street corners, or reliably keeping the lights on in homes and businesses around the world, our work supports those who put their lives on the line to keep us safe. Bring your passion, potential and talents to Motorola Solutions, and help us usher in a new era in public safety and security.
Department OverviewAvtec, Inc. (www.avtecinc.com) is the leading provider of mission-critical dispatch console systems in North America. With a worldwide customer base, Avtec serves customers in public safety, transportation, utility, business, industrial, and government markets. Since the beginning of our company in 1979, Avtec has earned a 40+ year unblemished record in providing innovative and reliable dispatch solutions.
The Regional Sales Manager (RSM) has several channels to market including, direct sales, channel partners, manufacturer representatives, and strategic partners. The primary objective of the RSM is to sell Avtec solutions by maximizing their channels’ contributions utilizing sales best practices, industry relationships and other resources and tools. The RSM is assigned performance targets for sales of Avtec products and services in their territory. The RSM will represent themselves in a professional manner consistent with Avtec’s ethics, values, and fundamentals.
Key Success Factors:
Consistent achievement of orders quota and overdrive on commitment as often as possible.
Develop and foster and maintain a sufficient opportunity pipeline.
Create, communicate, and execute a sales plan including the business opportunities, risks, and mitigation steps for the assigned territory.
Create, nurture, and maintain successful relationships with clients, customers, dealers, MRs and partners.
Apply Sandler Selling methodology in all interactions.
Uses best practice tools such as Green and Blue Sheets.
Establish a comprehensive and effective channel partner network throughout the territory and provinces .
Maintain relationships with all channel partners and be fully engaged with counterparts at key partners.
Foster effective relationships within Avtec.
Essential Duties and Responsibilities:
Manage, coach, and focus channel partner activities so as to grow the relationship and revenue.
Coordinate and develop strategic plans with the MRs.
Develop and nurture leads within the prescribed time protocol.
Identify, qualify, and develop, opportunities per the Sandler selling process.
Help planning, execute, and participate in regional and national conferences, and industry events.
Provide sales and product training to channel partners, MRs, and strategic partners.
Maintain sales database with critical data as defined in operational protocols and be prepared to demonstrate understanding of entries.
Remain current on Avtec products and software releases.
Develop a strategic plan specific to your territory.
Remain current on administrative reporting (expense and time, weekly activity, forecast)
5+ years of sales/presales experience demonstrating success in selling new technology and software sales at enterprise level.
Proven track record of meeting and exceeding quota in technology sales.
Proven experience in developing and growing a channel network.
Education - bachelor’s degree or equivalent industry experience.
Sales training (Sandler, Miller Heiman, Dale Carnegie).
Ability to travel up to 60% of time including some weekends.
Deep understanding of mission and business critical communications industries including, products, competitors, history and emerging trends.
Ability to quickly establish channel partner and end customer relationships.
Experience using Salesforce,com for generating opportunities and providing timely and accurate forecasts.
Be able to receive challenging requests from channel partners and have the ability to negotiate a positive outcome.
“ Go the extra mile” when engaging with various different characters and personalities.
Be able to demonstrate positive team work and collaborate internally to gain assistance when required.
Nice to have:
Fluent in English, Spanish, Portuguese, or French.
Reside in the eastern time zone.
Previous experience with Saleforce.com.
Experience selling public safety market technology.
Bachelors Degree with 4+ years of sales/presales/public safety experience OR 8+ years of sales/presales/public safety experience
Travel RequirementsOver 50%
Referral Payment PlanNo
Motorola Solutions is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran's status, or, any other protected characteristic.